Lumos - Director, Sales Enablement
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Requirements
• 5+ years in sales enablement and or B2B SaaS sales with proven onboarding and certification success • Expert in MEDDPICC and Command of the Message frameworks. • Experienced creating a enablement path and executing (hands on keyboards) • Strong facilitator and storyteller with clear, simple communication that sellers adopt • Program and project management across multiple concurrent initiatives with deadlines and stakeholder alignment • Proficiency with Gong, Salesforce, and other GTM focused technologies. Experieced with identity and enterprise SaaS. • Data informed mindset. Able to connect programs to pipeline and productivity outcomes • Relationship builder who influences without authority and partners well with senior leaders • 🙌 What We Value • We also care about whether you would be a good fit for Lumos based on the values and characteristics that define how we achieve outcomes, not just your resume. • Thank you for considering Lumos, we hope to hear from you! 🎉
Responsibilities
• Build and run a structured onboarding program with clear milestones, role plays, and certification tied to revenue outcomes • Launch ongoing enablement on discovery, MEDDPICC, Command of the Message, business case creation, executive communication, negotiation, and partner co sell • Co-own pipeline plays with SDR and Marketing. Provide talk tracks, sequences, event kits, and manager reinforcement plans • Create and maintain field assets. Pitch decks, discovery guides, competitive briefs, POV templates, reference architectures, ROI calculators, and success criteria checklists • Enable front line managers to coach. 1 to 1 guides, inspection checklists, live call review frameworks, and scorecards • Build the data loop. Collect and route product feedback from the field. • Define and track leading and lagging indicators. Publish a monthly scorecard and communicate impact to Sales Leadership • Partner with Product Marketing and SE leadership for launch enablement, demo excellence, and POC success criteria • Be able to deploy AI where appropriate to speed content creation, personalize learning paths, automate assessments, and enable AEs to be more productive.
Benefits
• Jump on a Rocketship: Since launching out of stealth mode just over 2 years ago, our team has grown from 20 to ~100 people and our customer base has 10x’ed with companies like GitHub, MongoDB and Major League Baseball! • Jump on a Rocketship: • Build with Renowned Investor Backing: Andreessen Horowitz (a16z) backed us since the beginning and we've raised over $65m from Scale, Neo, Greg Brockman (President at OpenAI), Phil Venables (CISO at Google), and others. • Build with Renowned Investor Backing: • Thrive in a Unique Culture: You’ll join an early-stage company where you have actual influence on the trajectory of the company. We deeply care about our people and the philosophy we live by - check out our values here. • Thrive in a Unique Culture: • $150,000 - $220,000. Note that this range is a good faith estimate of likely pay for this role; upon hire, the pay may differ due to skill and/or level of experience. • 💯 Remote work culture (+/-4 hours Pacific Time) • ⛑ Medical, Vision, & Dental coverage covered by Lumos • 🛩 Company and team bonding trips throughout the year fully covered by Lumos • 💻 Optimal WFH setup to set you up for success • 🌴 Flexible PTO, with minimum time off to make sure you are rested and able to be at your best • 👶🏽 Up to 16 weeks for expecting parents • 💰 Monthly wellness stipend • 🏦 401k matching plan
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